Best Practice Report

Dynamic Guided Selling: Identifying And Leveraging Inflection Points

December 4th, 2020
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst

Summary

Dynamic guided selling gives organizations a competitive advantage by collecting and analyzing human and nonhuman interactions throughout the sales cycle. The B2B buying process has key inflection points that can be addressed through dynamic guided selling, which enables the success of sales reps and buyers by combining insights gleaned from past sales cycles with new insights learned in real time and sales reps’ talents and skills. Assessing current dynamic guided selling capabilities allows sales operations practitioners to identify likely wins while preparing for long-term successes. In this report, we discuss the six inflection points of dynamic guided selling, how sales operations teams can leverage the relevant insights, and where to begin the journey.

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